Hospice Care Consultant

Company:

OhioHealth at Home in partnership with Compassus

Position Summary

The Hospice Care Consultant (HCC) is responsible for modeling the Compassus values of Compassion, Integrity, Excellence, Teamwork, and Innovation and for promoting the Compassus philosophy, using the 6 Pillars of Success as the foundation. S/he is responsible for upholding the Code of Ethical Conduct and for promoting positive working relationships within the company, among all departments, and all external stakeholders. The Hospice Care Consultant (HCC) is responsible for growing Compassus' market share within a defined Book of Business to help more patients get the care they need. This role focuses on growing hospice admissions by building strong relationships with healthcare providers, identifying eligible patients, and helping to ensure they are admitted quickly and appropriately. This dynamic, high-performing sales professional is expected to meet or exceed clear admissions and market share growth goals. These goals are met by identifying and opening new accounts, and by growing share within existing accounts. Success in this role requires more than strong sales abilities. The HCC must bring compassion, resilience, and the ability to support patients, families, and healthcare partners during highly sensitive and emotional times. The ideal candidate is highly-motivated to achieve growth objectives, confident in navigating complex, emotional conversations, and comfortable working through difficult situations with professionalism and care. They take complete ownership of their work, stay organized under pressure, and bring a passion for helping people receive high-quality care when they need it most.

Position Specific Responsibilities

• • Drive significant growth within the assigned book of business by opening new accounts and expanding existing accounts. Leverage Compassus-provided tools to identify new opportunities through detailed market analysis
  
  • Secure referrals from physicians, staff, and administrators and partner with the operations team to ensure all clinically-eligible patients are rapidly admitted
  
  • Take full ownership of meeting or exceeding weekly performance goals. Grow productivity levels on / ahead of pace with tenure-based company expectations
  
  • Cultivate and manage strong, trust-based relationships with referral sources leveraging a personal, needs-based consultative sales approach
  
  • Show genuine compassion and empathy to patients and families. Maintain resilience in the face of the significant emotional challenges inherent to working in hospice care
  
  • Always prioritize the patient. Be ready / willing to work outside standard business hours, including evenings and weekends, to ensure timely support and service for patients in need
  
  • Seek out feedback from referral sources on service levels, quality, patients, etc. and demonstrate rapid, attentive responsiveness to protect the referral source relationship. Relay valuable insights to the operations team and help facilitate change where it is needed
  
  • Demonstrate adaptability and readily embrace change (e.g. business priorities, team structure, and market dynamics) if / when it arises. Be ready to do what’s required to best-support the team / business
  
  • Provide clinical training and education to referral partners to help improve understanding of hospice care

Education and/or Experience

• Bachelor's degree in Business strongly preferred.
• Five (5) plus years of successful sales experience in relevant roles
• Proven track record of meeting / exceeding sales goals, with the ability to find and grow new accounts
• Excellent customer relationship management skills that drive continued growth in long-standing accounts
• Experience in Hospice, Home Health, or Healthcare industry preferred, but top-performing sales professionals who understand and accept the challenges of hospice care are encouraged to apply

Skills

• Mathematical Skills: Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percentage.
• Language Skills: Ability to use communication methods and strategies that influence desired results at senior levels within the assigned Accounts. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from leaders, team members, investors, and external parties. Proven effective verbal, computer, written, and presentation/communication skills.
• Other Skills and Abilities: Ability to understand, read, write, and speak English. Articulates and embraces hospice philosophy. Ability to quickly adapt and respond to job, environmental, and industry changes. Ability to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business planning. Strong clinical knowledge, with the confidence to knowledgeably engage key stakeholders such as physicians, clinical staff, nurses, and department managers to present a value proposition. A professional presence that influences desired results with both external and internal stakeholders.

Physical Demands and Work Environment: The demands of this role necessitate a team member to effectively perform essential functions. Adaptations can be made to accommodate team members with disabilities. Regular standing, walking, and manual dexterity are fundamental, along with the ability to lift and move objects up to 25 pounds. Visual acuity requirements include close and distance vision, color and peripheral vision, depth perception, and the ability to adjust focus. This description provides a general overview and may vary by role and department, capturing the nuanced demands and conditions inherent to positions in our organization.

At Compassus, including all Compassus affiliates, diversity, equity, and inclusion are fundamental to our Pillars of Success. We are committed to creating a fair work environment where our team members feel welcomed, highly valued, and respected. As an equal opportunity employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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